News

8 strategies for effective fee negotiation

05 December 2014

WBD29 Fee negotiationOur research in the sector has found that, despite an upturn in the economy this year, clients of professional services firms continued to face increasing pressure to reduce costs and work to fixed budgets.

As a result many are rejecting old hourly rate pricing models and insisting their professional advisers come forward with alternatives such as fixed or capped fees.

At the same time, trust and the quality of the…

Managing critical client conversations – protecting your profitability

14 August 2014

home-clientsYou probably know the well-known fact that if you give a 10% reduction in the top line fees (revenues) on a matter it has the effect of a 30% hit on your bottom line profit for the job. If you don’t believe us, check it out with your finance team.

 

Struck by this, and recognising the critical importance of maintaining profitability on assignments, we have developed a half day workshop….

Webinar topics

23 July 2014

webinars

We’ve experienced increasing interest in our webinar workshops recently.

These enable firms to deliver BD skills training to their professionals across multiple locations – helping them to embed best practice and a consistent approach.

Webinars also assist those firms in minimising the travel and other related training costs.

In response to the interest we’ve received, we’ve put together this overview of the webinar topics we cover and you can also find out…

8 essentials for writing work-winning pitch documents

30 June 2014

Pitch writing essentials

 

Our latest Winning Business Digest addresses the often-asked question – ‘Just how do you write a work-winning pitch?’

 

Of course few people secure every piece of business they bid for – and there are many more facets to winning a pitch than writing an effective document. Many teams, however, do continue to lose pitches because they fail to write a readable, engaging proposal that sets out why they…